Steps to the Selling Process
Retail Selling Approach
Determining Needs
Vocabulary
100
greeting the customer face-to-face
What is Approaching the Customer
100
Three methods you can use in the initial approach to retail customers
What is the service approach, the greeting approach, and the merchandise approach.
100
Three methods used to determine customer needs.
What is observing, listening, and questioning?
100
Expressing yourself without the use of words.
What is Nonverbal communication?
200
Learning what the customer is looking for
What is determining needs
200
the salesperson ask the customer if he or she needs assistance.
What is the service approach?
200
Looking for buying motives that are communicated nonverbally is which method of determining needs?
What is observing?
200
The salesperson asks the customer if he or she needs assitance
What is service approach?
300
Learning why the customer is reluctant to buy
What is Overcoming Objectives
300
The salesperson simply welcomes the customer to the store.
What is the greeting approach?
300
Picking up clues to the customer's needs is which method of determining needs?
What is listening?
300
The salesperson simply welcomes the customer to the store.
What is the greeting approach?
400
Suggesting additional merchandise or services that will save your customer money
What is Suggestion Selling?
400
the salesperson makes a comment or asks questions about a product in which the customer shows interest.
What is the merchandise approach?
400
In selling, the salesperson should begin to determine needs immediately after the approach.
What is retail?
400
The salesperson makes a comment or asks questions about a product in which the customer shows interest.
What is the merchandise approach?
500
creating a means of maintaining contact with the customer
What is Relationship Building
500
Asking an open-ended question such as "How may I help you?".
What is service approach?
500
In selling, needs can be determined in the pre-approach.
What is Business-to-Business?
500
Questions that require more than a yes and no answer.
What is open-ended questions?
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